AMT ACCOUNT MANAGEMENT TRAININGFor the Life Sciences Industry

May 10-12, 2016

The Biltmore Hotel, Coral Gables, FL

Register at DecisionResourcesGroup.com/Events

DEAR COLLEAGUE,

The position of Market Access Account Manager has changed dramatically over the years and will continue to evolve as we absorb the impacts of the Affordable Care Act. The days of on-the-job training have been over for some time. Pharmacy Directors, Medical Directors, and other key decision makers at both commercial and government payer organizations demand an account manager who understands their organization, contracting and pricing philosophy, and how products affect their bottom-line.

The big question is: How do you get a relatively new (let’s say 0-12 months) account manager up to speed to effectively call on PBMs, Public and Private Payers, Specialty Pharmacy, IDNs/ACOs among other organizations that are critical to your company’s success? They are dealing with complexities that can overwhelm them—volume to value-based reimbursement, consolidation, narrow provider networks, restrictive formularies, multiple decision makers, shared risk strategies, and the list goes on!

We have designed a practical yet comprehensive training program, which focuses on familiarizing account managers with their responsibilities. Our knowledgeable faculty is outstanding! Your account managers will learn from their customers and experienced consultants. They will take away knowledge, techniques, and the confidence to successfully work with their market access customers.

Attendance is limited to ensure maximum participation, so please register early.

Yours in training,

Tony Pinsonault Vice President, Market Access DRG, Decision Resources Group

PROGRAM FACULTYNeil B. Minkoff, MDChief Medical OfficerEmpiraMed, Inc.

James T. Kenney, Jr., RPh, MBAPharmacy Operations ManagerHarvard Pilgrim Health Care, Inc.

Charles BellDirector, New Business DevelopmentExpress Scripts

William Fleming, PharmDSegment Vice PresidentHumana Inc.PresidentHumana Pharmacy Solutions

Rebecca WallerManager Market Access KnowledgeDecision Resources Group

Patrick W. FinnertyPWF ConsultingFormer DirectorDepartment of Medical AssistanceState of Virginia

Kirby J. Eng, RPhVice President, Business DevelopmentPharMedQuest

Attendance is limited to ensure maximum participation. Register now at DecisionResourcesGroup.com/Events

Market Access Survival Kit and Account Management Training Workbook with each registration!

Each attendee will receive a complimentary data package customized to your region or accounts. This custom kit includes:

• Health Plan Analysis Report• Market Overview• 2 Decision Resources Group Executive Briefings

You will also receive a copy of the Account Management Training Workbook that covers:

• Healthcare Marketplace Overview• The Pharmacy Benefit• Pricing and Contracting• Relationship Building• Pull-Through• Specialty Pharmacy• Medicare and Medicaid• Negotiation Skills, Strategies, and Power Positioning

PROGRAM SPRING 2016

TUESDAYMAY 10

7:30 AM–8:30 AM Breakfast

8:30 AM–8:45 AM Opening Remarks

Neil B. Minkoff, MDChief Medical OfficerEmpiraMed, Inc

8:45 AM–10:15 AM US Managed Markets Overview

Neil B. Minkoff, MDChief Medical OfficerEmpiraMed, Inc

Rebecca WallerManagerMarket Access KnowledgeDecision Resources Group

• Evolution of US healthcare system

• Payer enrollment trends

• Benefit design trends

• Drug reimbursement trends

• Quality initiatives

• Healthcare reform update

10:15 AM–10:30 AM Break

10:30 AM–12:00 PM The Pharmacy BenefitJames T. Kenney, Jr., RPh, MBAPharmacy Operations ManagerHarvard Pilgrim Health Care, Inc.

• Role of the PBM

• Formularies

• Role of the P&T Committee

• Cost containment measures

• Biotechs and injectables

• Pharmacy intervention programs

• Generic drug overview

12:00 PM–1:00 PM Lunch

1:00 PM–2:30 PM Pricing and Contracting

James T. Kenney, Jr., RPh, MBAPharmacy Operations ManagerHarvard Pilgrim Health Care, Inc.

• Contracting in a multi-tier formulary

• Contracting with specialty pharmacy

• Market share requirements

• Rebate terms

• Following the rebate dollar

• Understanding the customer

2:30 PM–4:30 PM Effectively Working in Today’s State Medicaid ArenaPatrick W. FinnertyPWF ConsultingFormer DirectorDepartment of Medical AssistanceState of Virginia

• Medicaid overview

• Trends and issues

• PDL issues and developments

• Legislative issues

• Managing pharmaceutical costs

• Navigating the Medicaid agency

5:00 PM–7:00 PM Networking Reception

THURSDAYMAY 12

WEDNESDAYMAY 11

7:00 AM–8:30 AM Breakfast

8:30 AM–8:45 AM Day One ReviewNeil Minkoff, MDChief Medical OfficerEmpiraMed, Inc

8:45 AM–11:45 PM Understanding Product Reimbursement Costs

James T. Kenney, Jr., RPh, MBAPharmacy Operations ManagerHarvard Pilgrim Health Care, Inc.

• Gain an understanding of the importance of AWP, WAC, MAC, ASP reimbursement, and more

• Work through product cost calculations

• Pharmacy versus medical benefit

11:45 PM–1:00 PM Lunch

1:00 PM–2:15 PM Mock P&T CommitteeJames T. Kenny, Jr., RPh, MBAPharmacy Operations ManagerHarvard Pilgrim Health Care, Inc.

• Decision-making process

• Key players

• Understanding the process

• Formulary acceptance/rejection

2:15 PM–2:30 PM Break

2:30 PM–4:00 PM Essentials for Success in Specialty PharmacyCharles BellDirector, New Business DevelopmentExpress Scripts

Kirby J. Eng, RPhVice President, Business DevelopmentPharMedQuest• The value of specialty pharmacy

• How specialty evolved and why manufacturers use/choose specialty channels

• Key influencers you need to know at the specialty pharmacy

• How to effectively partner with specialty pharmacy

• The future of specialty pharmacy—staying ahead of the curve

6:45 AM–7:45 AM Breakfast

7:45 AM–8:00 AM Day Two ReviewNeil Minkoff, MDChief Medical OfficerEmpiraMed, Inc

8:00 AM–10:00 AM An In-Depth Look at MedicareWilliam Fleming, PharmDSegment Vice PresidentHumana Inc.PresidentHumana Pharmacy Solutions

• Medicare program components

• Medicare Part D

• Medicare Stars

• The Role of MA and PDP Plans

• The Medicare-Medicaid Relationship

10:00 AM–10:15 AM Break

10:15 AM–11:30 AM Engaging the Customer: Chief Executive (C-Suite) and Director Level (D-Suite) SellingNeil B. Minkoff, MDChief Medical OfficerEmpiraMed, Inc

• Contrast the roles of different C-Suite and D-Suite members post-ACA reform

• Illustrate situations in which it would or would not be appropriate to engage C-Suite and D-Suite executives

• Demonstrate how C-Suite and D-Suite members’ decision-making role and influence can be effectively leveraged to meet business objectives

11:30 AM–11:45 AM Closing RemarksNeil B. Minkoff, MDChief Medical OfficerEmpiraMed, Inc

11:45 AM Box Lunch Pickup

AMT is a comprehensive, hands-on training

program that gives account managers

knowledge, techniques, and confidence to successfully work with their market access

accounts.

REGISTRATION

INDIVIDUAL REGISTRATION

Fee: $3,795

Your registration fee includes:

• Account Management Training Workbook

• Customizable Market Access Survival Kit

• Breakfast, Lunch, and Refreshment breaks daily

• Evening Networking Reception

Registration information:

• All payments must be received prior to the program

• All cancellations are subject to a $200 cancellation fee

• No refunds will be granted after April 29, 2016

• Cancelled registrations and/or no-shows will not be carried over to future programs

LOCATION AND ACCOMMODATION

The Biltmore Hotel1200 Anastasia Avenue Coral Gables, FL 33134 (855) 311-6903

We are pleased to offer a group rate of $219 per night for AMT attendees. Reserve your room by Monday, April 18, 2016, to take advantage of this discounted rate.

Reserve your hotel room online at www.DecisionResourcesGroup.com/Events.

About The Biltmore HotelThe Biltmore dining experience has something for every taste, from fine dining at the award-winning Palme d’Or, dinner at Fontana—our Italian courtyard restaurant—to casual poolside at Cascade or the 19th Hole.

AMT ACCOUNT MANAGEMENT TRAININGFor the Life Sciences Industry

5 Wood Hollow RoadParsippany, NJ 07054